In response to a Business Management Group survey of more than 1,300 of our larger agents, we determined an overwhelming need for basic and advanced technical training for new producers and CSRs, as well as more experienced staff. Based on this feedback, we established The Hartford School of Insurance as a subsidiary of Business Management Group. Our cadre of instructors is composed of seasoned technical trainers, averaging 18 years each in the insurance industry with experience in agency and company operations.

CURRENT OFFERINGS:

• New Producer Development Program: This seven-week program is designed to bring people new to the Commercial Property/Casualty business to a level at which they can immediately begin to produce and bring in new business. It is organized in three phases: Phase One is a four-week self-study program conducted in the agency. Phase Two is a three-week instruction program conducted in a classroom setting in one of our two locations, Hartford, CT or Ontario, CN. Phase Three is a follow-up development program to round out any areas that need further strengthening.
• Advanced Workers Compensation Workshop: This two-and-a-half-day workshop, conducted regionally, teaches participants how to employ the various pricing programs available to this line of business. Emphasis is on retrospective rating programs, large deductibles, retention programs, and participating programs-and how losses affect them. A computerized spreadsheet is also provided as a "takeaway" to aid in loss forecasting, retro adjustment, retention superimposed on a retro, room for loss, and quote comparison. Between 15 and 18 CE credits have been granted in most states.
• Consultative Servicing for Customer Service Representatives (CSRs): This course is aimed at CSRs who need to further their understanding of the nuances of the insurance business. This program is delivered regionally in a one-day workshop. It covers pitfalls to avoid, possible gaps in coverage, agency E&O exposures, account rounding, coverage upgrades, and dealing with difficult customers. It also explores ways in which the CSR can make the transition from a service mode to a sales mode.
• Experience Rating: This half-day program addresses the Workers Compensation Experience Rating Plan and how it offers the agent (working in concert with the employer) the opportunity to affect the employer's expenses through measurable and meaningful cost-saving programs. Topics include: characteristics of experience rating, how the plan operates, how to analyze payroll and loss data, primary and excess actual losses, expected losses, and modification factors.
• Employment Practices Liability Insurance: The goal of this one-day workshop is to prepare the producer to recognize potential risks associated with the client's employment practices. Focus is placed on enhancing producers' current role to include new skills such as: building stronger customer relationships through the use of sound hazard and risk analysis of clients' employment practices, demonstrating the value-added dimension that the producer brings to the table, recognizing workplace exposures (such as discrimination, wrongful termination, and sexual harassment), and recommending proper risk-management controls to the client.

The Hartford School of Insurance also offers customized training to individual agencies and brokerage firms. We'll tailor specific training to meet their technical, sales, general business, and management/leadership training needs. We'll also file course work for CE credits in the desired state jurisdictions.

FACULTY

Elizabeth A. Woolf, CPCU, Director of Training and Development for Hartford Commercial, is a 25-year employee with The Hartford. She earned her CPCU designation in 1976. Liz started her career as a Commercial Lines underwriter and subsequently moved through a series of management positions in the field and in headquarters. Her operational experience served her well when she became Director of Training & Development for Hartford Commercial: She brought a real-life focus to all of the training curriculum, ranging from training entry-level underwriters, to sales, general business skills, and management/leadership training. This focus permeates The Hartford School of Insurance curriculum. Students receive practical training, with continual use of case studies to demonstrate and reinforce lessons.

Lee J. Puttin is an Executive Training Director with the Hartford School of Insurance in Hartford, CT. He has held numerous regional office and home office positions in The Hartford's Business Insurance, Commercial Lines Division. Currently, Lee is involved in designing and delivering training for The Hartford's School of Insurance. He is a member of the Society for Insurance Trainers and Educators, and is working toward his CPCU designation.

Leslie Schaffner Kleeb, AAI is an Executive Training Director for The Hartford School of Insurance. Leslie started with The Hartford in 1988 as an underwriting trainee. She held positions of increasing importance, reaching the position of Executive Casualty Underwriter and Manager in Training. In March 1995, Leslie joined the firm of McGriff, Seibels & Williams, where she was responsible for the design, placement, and implementation of insurance programs. She specialized in large Workers Compensation accounts with incurred and paid loss retrospective rating plans, large deductibles, and self-insured retentions. In her current position, Leslie works as a trainer, curriculum developer, and consultant for The Hartford School of Insurance.

Steve Corrigall, CPCU is an Executive Training Director for The Hartford School of Insurance. He has more than 30 years of insurance experience, including senior officer positions in three AIG companies as well as a long association with The Hartford. In his current consulting position, he works as trainer, underwriting auditor, and expert witness. He received his Chartered Property & Casualty Underwriter designation in 1972. Steve's strong teaching skills and long-term commitment to staff development make him an asset to the training program.

Bonnie M. Gordon is an Executive Training Director with The Hartford School of Insurance in Ontario, CA. Bonnie began her insurance career in 1972, working for a mutual company in Buffalo, NY. Bonnie also spent a number of years in an agency, where she handled Commercial Lines. In June 1999, Bonnie launched The Hartford's West Coast branch. She is the primary trainer for the New Producer Development Program conducted in Ontario.

Peter W. Freeman, SCLA is a Training Program Manager with The Hartford School of Insurance in Hartford, CT. In March 1973, he joined The Hartford's claim department. He received his Senior Claim Law Associate (SCLA) professional designation in 1980. Pete's unique career has found him alternating between training and functional insurance operations. This has given him the ability to stay in touch with our ever-changing industry. Pete won The Hartford's highest recognition in 1984 -- the Chairman's Quality Award-for his educational activities in the claim department. His responsibilities center on curriculum building and new producer training.